Game Changers will provide you with powerful tactics and strategies for winning government contracts. This book is a ground-breaking collaboration from 29 of the Nation's leading authorities on government sales. The concepts and strategies shared in this book are designed to educate, train, and give you a competitive edge over your competition. Each author has thoroughly tested and proven these tactics and strategies over decades of experience in the government market. This book is based on the wildly popular Podcast Game Changers for Government Contractors. The co-authors in this book are guests of the podcast, current and former government contractors, former contracting officers, and Nationally recognized experts in the government market. The strategies shared in this book have helped companies win over $20 Billion in government contracts. Each chapter in this book is crafted with numerous game changing concepts and strategies - regardless of the stage of your business. There are chapters for those new to government sales and chapters for more experienced companies already engaged in government contracting. Whether you are new to government sales or you've been in the trenches for years, you'll find concepts and recommendations to accelerate your business objectives. You will learn: ★ What it takes to win in the government market
★ How to find the right revenue mix between definitive contracts versus contract vehicles
★ How to properly communicate your past performance
★ How to grow fast in the government market
★ The GovCon small business growth model
★ How to scale your government business
★ Understanding joint ventures
★ What it takes to win SBIR & STTR contracts
★ Winning sole source contracts
★ Properly leveraging your 8(a) certification
★ Social selling in GovCon
★ Price to win strategies
★ Lean proposal management
★ Contract novation
★ Compensation for unanticipated costs and delays
★ Bouncing back from a losing streak
★ And more than 30 other concepts for growing your government business *** Published by RSM Federal
The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal
Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors
Mark Amtower - Amtower & Company
Erin Andrew - Live Oak Bank
Michele Atki